Brewing Up a Business: Adventures in Beer from the Founder of Dogfish Head Craft Brewery

Brewing Up a Business reveals how Sam Calagione built Dogfish Head Craft Brewery from a tiny operation to one of the fastest growing breweries in America by dreaming big, working hard, and thinking differently. Packed with real–world lessons every businessperson can learn from, this revised edition includes new chapters on Sam′s most innovative and unconventional marketing techniques, including how Dogfish uses social media to level the playing field against bigger competitors—and how you can too. "Rarely is a book as good as a beer, but this one is. It′s written with humor, humility, and passion, essential ingredients for any entrepreneur." — BOB GUCCIONE JR. , founder of Spin magazine and Gear magazine "Brewing Up a Business will inspire both entrepreneurs and aspiring small business owners to have the confidence to follow their dreams." — JIM DAVIS , Chairman and CEO of New Balance "Sam Calagione embodies the spirit of a true Delaware entrepreneur. Starting out as the smallest brewery in the nation, Sam′s ambition, acute business sense, and vision have allowed Dogfish Head Craft Brewery to successfully enter an extremely competitive market as Dogfish Head continues to leave an indelible mark on the beer industry." — RUTH ANN MINNER , former Governor of Delaware "Everything you want to know about succeeding in business you can learn from beer. At least, you can if it′s the remarkable story of Dogfish Head Craft Brewery. Brewing Up a Business is like a how–to manual for entrepreneurs. With humor, creativity, and wisdom, Sam Calagione has crafted a new kind of business book that′s as unique as his great beer!" — JOE CALLOWAY , author of Becoming a Category of One and Indispensable

Foreword: The Passion of the Individual vii Preface ix Introduction xiii Chapter 1 THE UNCONVENTIONAL BEGINNINGS OF AN ENTREPRENEUR 1 Chapter 2 BUSINESS FROM THE INSIDE OUT: Self–Discovery, Inspiration, Passion 21 Chapter 3 KEEPING YOUR BALANCE: Creating a Harmony between Work and Life 37 Chapter 4 CREATING A BUSINESS OFFERING: Developing Goods and Services 55 Chapter 5 CRAFTING A BRAND IN A COOKIE–CUTTER WORLD: Embracing Your Inefficiencies 73 Chapter 6 MARKETING ON A SMALL–BUSINESS BUDGET: Promoting Your Business with Little or No Money 89 Chapter 7 GOING SOCIAL 119 Chapter 8 PUBLICITY STUNTS (ARE POORLY NAMED) 125 Chapter 9 STALKING THE KILLER APP: Creating Innovation 153 Chapter 10 SELLING DISTINCTION, SPECIALIZATION, AND VARIETY 179 Chapter 11 CASH IS KING (WELL, SORT OF) 195 Chapter 12 LEADERSHIP: In Theory and in Practice 213 Chapter 13 EFFECTIVELY MANAGING COWORKERS 231 Chapter 14 WORKING TOWARD IRRELEVANCE 243 Chapter 15 HOME BREW RENDEZVOUS 257 Chapter 16 TO SMALL–BUSINESS SUCCESS 265 Index 271

SAM CALAGIONE is the founder and owner of Dogfish Head Craft Brewery in Milton, Delaware, one of the nation′s fastest growing independent breweries, and Dogfish Head Brewings & Eats in Rehoboth Beach, Delaware. His innovative style has earned him a reputation as one of America′s most adventurous entrepreneurs and brewers. A Small Business Association Businessman of the Year and a Huffington Post Game Changer for 2010, he is the star of the Discovery Channel′s new show Brew Masters. He lives in Lewes, Delaware.